Getting Past The Gatekeeper

www.getwsodo.com
www.getwsodo.com
MODULE 2: Gatekeeper: Hello, XYZ Company. How can I help you?

GETTING YOUR FIRST CLIENTS If you know the Decision-Maker’s name: If You DON’T Know The Decision-Maker’s Name:

LESSON 12: You: ________________ please. You: Hi this is ______ and I’m calling about your
____________ account/service/program/etc (It’s always
The 8-Figure Samurai Gatekeeper: Who’s calling? good to where possible to say you are calling about
an existing ‘account’, ‘service’, or ‘program’ that they
Sword Phone Script You: Tell him/her it’s ______________________. already have in place i.e. Google AdWords account,
Do you know if he/she is in? Facebook Ad account, PR program etc.) And need to
speak with the business owner or person who handles
Gatekeeper: Where are you calling from? this.

You: Just tell him/her it’s [YOUR COMPANY Gatekeeper: Where are you calling from?
NAME]. He/she should be
familiar with us. I don’t mind holding thank you. You: It’s [YOUR COMPANY NAME]. They should be
While this is not a perfect fit for every single familiar with us. I’ll hold thank you.
type of consulting business – it’s the closest
thing there is. I have perfected this from
over decade of being in the trenches selling If they ask what the call is about? or When they ask what company you’re calling from:
over the phone, face-to-face, one-to-one
and one-to-many.
You: Would you tell him/her I’m calling regarding your You: He/She should know why I’m calling. Would
________ account / service / program / [Whatever you you tell him/her it’s _________________from [YOUR
Like the making of a Samurai sword. I have
are calling about – Keep this vague and NEVER pitch the COMPANY NAME]. I can hold a moment while you
gone through the laborious process of gatekeeper] Are they in? I’ll hold while you get him/her. transfer me. Thanks.
hammering out and ‘folding the metal’ back Thanks.
on itself, iterating over the years to forge
the strongest and sharpest sales script .
possible.
If the decision-maker says they’re not familiar with your company:

You: Really? Tell him it’s about the email I sent him last Tuesday.

Continue to: The reason I wanted to speak to you...

CONSULTING EMPIRE - COURSE WORKBOOK 21

 Effective Openers For The Decision-Maker
(Once You’re Past the Gatekeeper)
www.getwsodo.com
www.getwsodo.com
If they say yes: You: When I can get your full attention for about 18 minutes to demonstrate how we
can [BIG PROMISE] for your company? I assure you this won’t be a waste of your time.

You: Hi ____________? This is _________________ from

[YOUR COMPANY NAME].
If they say no: You: How are you currently using/doing/applying_____________ to solve [BIGGEST
Look I know you’re busy so I’ll get right to the
PROBLEM]?
point.
(customer response)
My company specializes in [SOLVING BIGGEST
PAIN POINT] …
You: Okay. Would you be open to learning simple ways that you could [ACHIEVE DESIRED
...and the reason I wanted to speak with you
OUTCOME] and solve [BIGGEST PAIN POINT] without [THEIR BIGGEST FRUSTRATION]?”
personally was to show you how we can guarantee
[BIG PROMISE] like we already have for hundreds
of other companies/people/etc. similar to you.

Do you have a minute to talk? If they say You: I can call you back in 30 minutes, unless you’d rather pick another time?
they’re busy:

Effective Closing Techniques

If they say yes: Schedule the meeting.

You: Great. It sounds like your business is a perfect
fit for us. I’d like to prepare [INSERT GODFATHER
OFFER] i.e. a FREE 23-Point Audit / Roadmap /
Action Plan / etc.) on [SUBJECT] and go over it with If they say no: You:Is there something you’re still not sure about?
your later in the week.
(customer response)
This will help us determine what’s working now and
what your You: Well, in our experience there’s 6 different mistakes that can
business needs for explosive growth. prevent people / businesses / etc. from receiving [HUGE BENEFIT #1] and
[HUGE BENEFIT #2]. I would simply like to give you a [INSERT GODFATHER OFFER]
Are you available this week or next week for the complimentary Audit to remove [BIGGEST PAIN POINT] and achieve [DESIRED OUTCOME].
meeting?
Do you think a no obligation strategic meeting like this could help you understand your
business/problem better and achieve [HUGE BENEFIT] ?

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What Type Of Service Do You Offer? What Are Your Prices?
The Alternative Choice Close
Explain briefly what you offer in 60-seconds or less You: It all depends on the level of support
tying everything back to the benefits
www.getwsodo.com
and what we do for you. Whether we’re doing
www.getwsodo.com
[SERVICE #1 YOU OFFER] or [SERVICE #2 YOU
You: What works better for you Tuesday or
Thursday for me to run you through the audit?
OFFER] i.e. driving traffic or developing sales
funnels, we create custom plans for every client. Morning or Afternoon?
You: We do SEO, Facebook Ads and email There is no cookie cutter approach – this will all be
marketing to generate hundreds of leads each tailored specifically to you/r business. How is your 10am / 2pm looking?
week for our clients – but we need to do a free
audit/analysis/etc to better analyze your situation/ (Always giving them options and not asking them
business to determine [HOW TO ACHIEVE to think or ‘work’ for you. You want to make this as
DESIRED OUTCOME FOR THEIR SPECIFIC easy as humanly possible for them).
What’s The Catch?
BUSINESS] i.e. who your target audience and
dream buyer is and where we can find them for Ok great, I’ll speak to you on Thursday at 10am.
the lowest cost possible. Before I let you go, is there any reason you don’t
You: There’s no catch. Look I’ll be super
transparent with you. This is how we get clients. see you would be able to make that time?
However, let me be clear this will NOT be a sales
pitch! We believe in delivering value in advance… (you want to lock down this appointment making
AND if you see the value in working with us, you sure a solid appointment and they’ll be available to
Common Objections might just want to become a client. If not, that’s give you their undivided attention and be available
completely fine. You will walk away with a FREE for the call – this will ensure they check their
[INSERT GODFATHER OFFER] Audit etc. calendar)
We’re Already Working With XYZ Company
Customer: Yes, all clear I’ll be good for that time.
or

How Do You Compare To XYZ Company? You: Ok great, I’m penciling you into my calendar
now and I’ll send you over a meeting request what
Give Your Recommendation the best email address for you?

You: Awesome! That’s great that you’re already Ok done! Locked in and I’ll speak to you then.
working with a company that looks after your
[INSERT WHAT YOU ARE CALLING ABOUT]. You
obviously see the value in delegating that to a You: Look, I recommend you schedule an Audit
professional. (i.e. a FREE 23-Point Audit / Roadmap / Action
Plan / etc.) on [SUBJECT]. There is no obligation
and I can go over it with your later in the week.
End The Call With Impact
What I’d like to do is simply schedule a Free Audit
with you to determine what you’re doing well
now and what you need to achieve [DESIRED From the hundreds of people / businesses I’ve
OUTCOME] in the fastest way possible. If anything spoken to, we’ve found that most people in your
You: Excellent, you made a great choice and, I’ll
it’s simply a second pair of eyes and perspective on situation normally are not fully utilizing [INSERT
give you my personal guarantee that this will be
it – which can only do good, right? THE THING YOU ARE CALLING ABOUT] i.e. Google
the best 20 minutes you spend working your
AdWords account and can benefit greatly from an
business this month/year.
audit of their [THING YOU ARE CALLING ABOUT].
Sound good?

CONSULTING EMPIRE - COURSE WORKBOOK 23